EN 
ES No Decision Outcomes Make Up ~45% of All Forecasted Opportunities in Software Sales. Why Should You Care?
No Decision outcomes make up ~45% of all forecasted opportunities in software sales. Why should you care?
Methodology Basics
“Bits About Books” Interview
This 50-minute interview explores the Great Demo! founding story and origins of the book, plus descriptions and explanations of many Great Demo! concepts.
“Bits About Books” Interview Read More »
Unqualified Demos? Be Concerned. Be VERY Concerned!
In Consensus’ illuminating 2022 Sales Engineering Compensation and Workload Report, a frightening insight was revealed…
Unqualified Demos? Be Concerned. Be VERY Concerned! Read More »
Stunningly Awful Demos – Buying It Back
Have you ever been in a situation where your prospect said, “In your demo, you showed us a bunch of stuff that we’ll never use – and we don’t want to pay for capabilities that we won’t use, so either remove those capabilities or cut the price…”
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Wrong Technique for Demos?
Michael Jordan once said, “You can practice eight hours a day, but if your technique is wrong, then all you become is very good at shooting the wrong way.” The same is true for software demos… How can you tell if your technique is wrong?
Wrong Technique for Demos? Read More »
Upcoming Great Demo! Public Workshops
We’ve added a new, additional EMEA Great Demo! Virtual Public Workshop as the March 8-10 was oversubscribed! The new session will take place February 28 – March 2.
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How Many Mouse Clicks?
Ask yourself, “Am I really presenting our software in the best possible way – am I really using the fewest number of clicks?”
How Many Mouse Clicks? Read More »
Dealing with “Just Show Me a Demo”? Here Are 7 (Gentle, But Firm) Methods to Move into a Discovery Conversation…
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery conversation. But how do we convince prospects to make this change?
A Dinner Party as an Analogy for Discovery
You’ve invited a large number of friends and colleagues over for a dinner party – how do you prepare? The process the Party Planner follows and questions asked provide a surprisingly good example for doing discovery in a software sales process.
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Demo Diaries: Ep 034 Podcast “As A Vendor, Who Is The Demo About, You or Your Client”
This 30 min. podcast features:
– The experience and epiphany that led to the Great Demo! methodology (a rather provocative story!);
– Some key ideas for a “Perfect Demo Environment”;
– And a discussion of why many demos fail (and how to avoid), plus a few Great Demo! fundamentals, including an good example of “Do the Last Thing First”.
Demo Diaries: Ep 034 Podcast “As A Vendor, Who Is The Demo About, You or Your Client” Read More »